What Investors Are Looking For: 5 Suggestions For Sales Teams

As a VC firm focused on early-stage B2B startups, we pay a lot of attention to the revenue generation strategies of prospective investments. Most of the issues we’ve come across in the first 1-2 years of...

What You Should Know Before Migrating To An SDR-AE Model

I’ll give it to you straight — making the transition from an end-to-end sales process to an SDR-AE model isn’t easy. It requires a significant investment of time and resources, two things we never have...

Selling to the Healthcare Market: Enterprise and Transactional Sales

Healthcare professionals are some of the most vital members of our society. If you want to sell technology to them, it’s crucial to build an understanding of their unique needs. At Ambra Health, we offer...

The​ ​Best​ ​Practice​ ​Guide​ ​to​ ​Asking​ ​for​ ​Referrals

Most salespeople and entrepreneurs appreciate the power of referrals. Receiving a strong endorsement and warm introduction from an existing client is incredibly valuable. Referrals get your emails opened...

9 Qualities Needed to Become A Sales Manager

You see the same thing over and over again: highly motivated reps in high growth startups that all want to get promoted to management. Many of them have the aspiration to get there, but don’t know what will...

5 Exercises to Give an Enterprise BDR Candidate

Enterprise BDRs can be difficult to hire because setting qualified appointments at the enterprise level requires a high degree of strategic thinking, sales acumen and industry experience. We’ve interviewed...

Sales and Marketing Stacks on the Cheap: 5 Surprising Tools We Use

My co-founders and board members often tease me for being frugal – I’ve been called out for creating my own slide deck templates rather than outsourcing them to a designer for $1000, or running around to...

How Role Plays Improve Sales Team Training

Role playing serves as one of the best ways for people to learn and practice the skills necessary to succeed in sales. At Justworks, we’ve integrated weekly role plays into a part of our schedule, and also...

How to Optimize the Performance of Your SDRs

Your SDR team is the face of your sales team – the first point of contact and the best chance you have at scheduling qualified appointments that will lead to closed business. Though the SDR is often an...

How to Implement Career Development for SDRs

A Sales Development Rep (SDR) can be one of the hardest jobs in sales, but it’s a great position for someone to learn about themselves and where they’re headed within a sales organization. While it is an entry...

Implementing a Sales Qualification Process as a New VP of Sales

As a new VP of Sales, there’s plenty to do in the first ninety days. This is particularly true if you’re joining a young company, where sales processes might be somewhat chaotic. That was the case for me when...

How to Buy Sales Software

When I joined Abacus, I was the first business hire on a 5-person team. At the time we were trying to figure out how to structure the sales machine, the marketing machine, the support machine and almost...

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